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Comarch Telecoms Business Unit - Overview
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Comarch Telecoms Business Unit - Overview


This presentation provides an overview of the activity of the Comarch Telecommunications Business Unit, the portfolio of products and service for service providers (telecom operators), basic data …

This presentation provides an overview of the activity of the Comarch Telecommunications Business Unit, the portfolio of products and service for service providers (telecom operators), basic data about the company as well other aspects of Comarch business within the telecom industry.

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  • Comarch was established in 1993 and 6 years later it was listed on the Warsaw Stock Exchange. The company kept growing organically (without acquiring other companies in the telecom software domain), and today it hires nearly 3700 employees globally. Around 1000 of them work for the Telecommunications Business Unit. Our experience is backed up with over 3000 projects, done for multiple customers worldwide – 30 of those customers were reported on the Fortune Top 500 list this year. In the telecom industry, we have over 50 customers, from 18 different countries, which also provides a diversity of experiences, both in terms of business culture, and various technical needs. Our customers include companies from global telecom groups such as FT, KPN, Vodafone, T-Mobile, E-Plus and Telefonica. Comarch has a strong presence throughout Europe, but also on other continents, including Asia and the Americas. To picture the scale of the company, let me add that we are active in numerous industry sectors outside telecommunications, such as banking & insurance, airlines & tourism, retail, FMCG or small and medium businesses. This makes our business less prone to economical downturns in a given industry and provides a stability that our customers need.
  • Comarch customers from the industries outside of the telecom sector include companies from Allianz Group, Citigroup, GE Money Group and global brands such as Procter & Gamble, Carlsberg or BP. This proves we are a trusted partner for large market players worldwide, not only in telco but also in the other economy sectors that we serve. I will tell you more about our telecom references later in this presentation.
  • Comarch’s Global Headquarters are placed in Krakow , Poland . Over 19 years of Comarch’s existence, we expanded our company structure to various countries, opening up new offices basing on the growth of our customer base. We are trying to be as close to our customers as possible to provide them with the convenience of a face to face contact when necessary. Our most important European offices in terms of the telecom customer base are located in Dresden , Dusseldorf, Brussels, London, Lille, Chicago and Espoo, in Finland.
  • These are the pictures of our Krakow Headquarter offices. The picture on the left is the newest building. As you see we have a modern, motivating infrastructure for our employees to work in. Currently the construction of a fifth building is in progress. Comarch owns 3 Data Centers, in Krakow, Warsaw and Lille. The first one opened in 2001 and in 2010 the data center in Lille was added to the two we already had in Poland. The existing Data Centers contain several thousand s  IT devices, managed 24/7, 365 days per year. Operations are supervised by top experts: system engineers with many years of experience in the field. Every day millions of people use the systems located in Comarch Data Centers to process terabytes of data. Customers of Comarch Data Centers include: E-Plus – a German telecom operator, Auchan – a retail chain from France, and financial institutions and banks such as CitiBank, DnB Nord or Skage.
  • Over the years Comarch has grown to the size of almost 3700 employees. The employment level has now stablilized.
  • At the end of 2011 the Telecommunications Business Unit has the biggest share in Comarch’s overall sales structure, with 26,2% of sales generated in the telecom, media and IT sector. The second industry in terms of generating sales in 2011 was finance, banking and capital markets with the small and medium enterprises sector on the third position.
  • Comarch Group’s sales revenues grow constantly, proving that the business is developing. On the chart you can see the gradual growth from 57 706 EUR at the end of 2005 to 190 449 EUR at the end of 2011. Despite the economic turmoil in 2011 our revenues still managed to grow compared to the previous year, which only proves what our customers see in Comarch – a stable and safe partner even for the challenging times in business.
  • Revenue from customers in the telecom, media and IT sectors also keeps growing – aside from a slight decrease in 2008, we managed to grow revenue from this sector from 20 776 EUR in 2005 to 49 805 EUR in 2011. We are pleased to see that more and more companies in the telecom industry trust Comarch with their business transformation.
  • Now let me move on to the specific information about our activity in the telecom industry.
  • When we say we have a comprehesive, or end-to-end portfolio, we mean it. The areas shown here are only some examples of what we deliver. Comarch’s product offer has been built over the past 19 years, based on numerous conversations we have had with service providers, various implementations and lessons learned. We also look at how the market changes and continuously add new elements to the portfolio to enable service providers to adjust to the market changes with support of appropriate software tools.
  • These are Comarch products mapped on the TMForum’s Applications Map (TAM). As you can see with our comprehensive portfolio we cover all strategic areas of the telecom business.
  • When we say we have a comprehesive, or end-to-end portfolio, we mean it. The areas shown here are only some examples of what we deliver. Comarch’s product offer has been built over the past 19 years, based on numerous conversations we have had with service providers, various implementations and lessons learned. We also look at how the market changes and continuously add new elements to the portfolio to enable service providers to adjust to the market changes with support of appropriate software tools.
  • As I have already mentioned, we tailor our solutions to a particular customer’s needs. This not only means we deliver customizable products, workflows and processes in our software, but also that our solutions can be provided in various models. The level of our involvement in the transformation of your business and the model in which the software will be delivered strictly depends on the requirements specified in the RFP process as well as during numerous meetings and analyses of the business state and needs. An important thing here is that the packages start with small solutions that grow with time, perfect if you are starting a new service or business line, and they go to complex business transformations, often necessary when a big organization needs to go through a major change in order to adjust to customer demand and market conditions.
  • The list of our telecom customers encompasses 51 references from 18 countries. Among those customers are such renowned brands as Telefonica, T-Mobile, Vodafone, KPN, or Auchan. If you would like to take a look at the full list of our references, including testimonials and case studies from various projects done worldwide, you can easily find them on our website (
  • With regards to how we can position ourselves against other telecom software vendors, this graphic pictures the situation quite well. The table comes from a benchmarking report by an analytics company, Gartner, which compares various software vendors in the telecom area. You may wonder why the graphic is dated 2009. The reason is that Gartner decided to stop presenting the benchmark this way and will now be switching to their Magic Quadrant reports to show the differences in the market position of various vendors. As you can see, Comarch’s overall score is rated as Strong. You may wonder why it is strong,and not very strong. The companies ranked higher include Amdocs, Comverse, Convergys and Oracle. The reason is mainly in three areas – Geographic Strategy, Track Record, Strategy and Organization. The differences come from the fact that Comarch is a smaller company than e.g. Amdocs (800 telecom BU employees vs. 15k employees at Amdocs). This results in a fact that our strategy is a little bit different – as opposed to being a global company we position ourselves as an international company – meaning we act internationally but only on selected markets, Europe being our main battlefield. The track record is also a result of this – acting on a smaller amount of markets leads to the fact that our reference list is shorter, but as you could seeearlier it still includes major players and Tier 1 carriers such as T-Mobile or Vodafone.
  • This is a similar table, but this time taken from a benchmarking report for OSS. Again – similar companies are ranked higher, as in the case of the BSS benchmarking. On the other hand, you can see there are only 3 companies present in both benchmarks, aside from Comarch it is Amdocs and Oracle. This only proves that we truly deliver a comprehensive suite of products and services for service providers. Due to the size of the company (smaller than Amdocs or Oracle), we are again Strong as opposed to Very Strong, but then again, we have a completely different proposal than both these competitors, a more agile structure, and a more flexible approach. And still managed to be chosen for both benchmarks for a shortlist of 3 vendors who are best for both BSS and OSS.
  • This is the latest Gartner research on OSS – this time in a different methodology, a Magic Quadrant. This Magic Quadrant evaluates the capabilities of end-to-end vendors in the global market for OSS service assurance and fulfillment . As you can see Comarch is positioned as a challenger, together withn Telcordia and Ericsson. Comarch’s strenghts named in this report include - A strong framework approach, and an open and flexible architecture based on service-oriented architecture and business process management principles, ensure ample interoperability with legacy systems. - I ntrinsic process modeling functionality of its suite, which is offered as process-driven, integrated inventory management and next-generation service assurance products.
  • As much as our product portfolio is comprehensive and diversified, often we see a benefit for our customers in getting it enriched with some additional features or technologies that other companies have already mastered. This is one of the reasons we have developed a network of partners to further develop our business in the telecom area. We partner with technology vendors, system integrators, resellers and extermal consultants to enhance our product portfolio and deliver the functionalities and technologies our clients require.
  • Let me briefly summarize what I have told you today. With 19 years of experience in telecom projects and a stable customer base in the industry, Comarch is more than just a software vendor. We aim to be a trusted partner for telecom operators in growing their businesses and adjusting them to the changing market requirements. One of the important factors in being such a partner is flexibility – which is shown not only in our approach but also in the way our products are constructed. Due to the fact that our products have always been developed in house and are not a result of mergers and acquisitions, we can offer shorter delivery times, and the needed security in projects. Pre-integration of components from both BSS and OSS domains guarantee that you get exactly the solution you need to solve a particular business problem. We also understand the newly purchased system must fit into your existing IT environment, which is why we offer a range of open interfaces that enable easy integration. Being a true business partner, we offer the highest SLA parameters, and aside from high-quality IT products, we also deliver a set of necessary services to make sure you make the most of your Comarch solution.


  • 1. Comarch Company ProfileTelecommunications Business Unit Copyright Comarch 2012
  • 2. Telecommunications Business Unit COMARCH GROUP – FACTS AND FIGURES2 Copyright Comarch 2012
  • 3. Telecommunications Business UnitComarch Group facts and figures• Public company founded in 1993• Organic growth over the past 19 years: a portfolio of in-house products – no acquisitions• Nearly 3700 employees worldwide (including almost 1000 in the Telecom Business Unit)• Over 3000 successfully completed projects• Global presence: Western & Eastern Europe, Middle East, USA, Latin America, China & Vietnam• Diversified product and service portfolio:3 Copyright Comarch 2012
  • 4. Telecommunications Business UnitIndustries served by Comarch• Non-telco references include: – Skagen Funds, Norway – CitiFinancial (Citigroup) – Allianz (Allianz SE) – DnB NORD – BPH (GE Capital Group) – BNP Paribas Fortis – Carlsberg – Procter & Gamble – BP Germany, France, UK – Credit Suisse Life & Pensions4 Copyright Comarch 2012
  • 5. Telecommunications Business UnitOffices worldwide5 Copyright Comarch 2012
  • 6. Telecommunications Business UnitComarch Software Factory6 Copyright Comarch 2012
  • 7. Telecommunications Business UnitStabilization of employment 4000 3650 3500 3462 3316 3246 3000 2853 2464 2500 2000 1857 1500 1000 500 0 2005 2006 2007 2008 2009 2010 2011 *Including SoftM Group and MKS Cracovia SSA7 Copyright Comarch 2012
  • 8. Telecommunications Business UnitMarket sales structure* *In millions of GBP / EUR / USD8 Copyright Comarch 2012 Source: Consolidated Report 01.01.2011-31.12.2011
  • 9. Telecommunications Business UnitSales Revenues – Comarch Group Globally *In millions of GBP/EUR/USD Source: Consolidated Report 01.01.2011-31.12.20119 Copyright Comarch 2012
  • 10. Telecommunications Business UnitSales Revenues – Revenues from the Telecom, Mediaand IT Sector *In millions of PLN/EUR/USD Source: Consolidated Report 01.01.2011-31.12.201110 Copyright Comarch 2012
  • 11. Telecommunications Business Unit COMARCH TELECOM BUSINESS UNIT PRODUCTS AND CUSTOMERS11 Copyright Comarch 2012
  • 12. Telecommunications Business UnitStrong fundaments in telecommunications• The most technologically advanced sector in Comarch• Comarch BSS / OSS Suites Rated as “STRONG” in Gartner’s Strategic Scorecards for BSS and OSS vendors• COTS Solutions, Data Center, Professional Services• Over 50 global Telco references• First Billing delivery in 1994• Experience in processing high volumes of data12 Copyright Comarch 2012
  • 13. Telecommunications Business UnitCOTS product portfolioEnd-to-end portfolio covering all strategic areas as defined in theTMF Applications Map – 4G/LTE Network Planning / Design – Convergent Charging & Billing – Network & Service Inventory – CRM & Self Care – Service Fulfillment Automation – Centralized Product Management – Network & Service assurance – Wholesale and interconnect billing – Service Quality Management – M2M Communications – Customer Experience Management – Document Management – Mediation – App Market & Enterprise Mobility – Process Management – Field Service ManagementPRODUCTS DEVELOPED IN ACCORDANCE WITH INDUSTRYSTANDARDS13 Copyright Comarch 2012
  • 14. Telecommunications Business UnitComarch products mapped on TAM14 Copyright Comarch 2012
  • 16. Telecommunications Business UnitVarious delivery options• Delivery models (licenses, setup, configuration, integration, maintenance change management) – ISV + Internal IT (Polkomtel) – SI + ISV (Bouygues Telecom) – End-to-end (KPN, Auchan Telecom, Vodafone, T-Mobile, E-Plus) – Turnkey (Orange, P4, Telenor) – Managed service (E-Plus, Auchan Telecom) – SaaS (KPN MMS, Fring)• As an owner of the IPR for products we can easily adapt our delivery models• End2End delivery: We have established the highest levels of partnership with hardware manufacturers (IBM, HP) and third party software vendors (Oracle, Veritas, CISCO)• We have a fully equipped data center, with disaster recovery and virtualization options available to host your systems16 Copyright Comarch 2012
  • 17. Telecommunications Business UnitTelecommunications customers worldwide51 global references on 4 continents, including:OSS BSS• Vodafone Germany – Next Generation • KPN, the Netherlands – Comarch Service Assurance Convergent Billing, Comarch Corporate• E-Plus Gruppe, Germany – Next Self Care Generation Network Planning • Polkomtel S.A. (Plus), Poland –• T-Mobile Austria – Resource & Service Inventory InterPartner Billing• Telekom Deutschland (T-Mobile) - • GTS, Poland – Convergent Billing Resource & Service Inventory • OnePhone Deutschland, Germany –• Telefónica O2 Germany –Configuration Convergent Billing, InterPartner Billing, Management and Provisioning for Transport Billing Mediation Network • Auchan Telecom, France - Solution• T-Mobile Poland - Fault Management for MVNOs• WildBlue Communications, USA – Field Service Management • Crnogorski Telekom (T-Mobile• Mobile TeleSystems OJSC - MTS Group), Montenegro – Convergent (Russia) – Next Generation Service Billing, InterPartner Billing, Billing Assurance, Service Inventory Management Mediation• NetWorks! – an infrastructure sharing • Bouygues Telecom, France - initiative of Orange Poland and T-Mobile InterPartner Billing Poland17 Copyright Comarch 2012
  • 18. Telecommunications Business Unit18 Copyright Comarch 2012
  • 19. Telecommunications Business UnitComarch BSS compared to other vendors19 Copyright Comarch 2012
  • 20. Telecommunications Business UnitComarch OSS compared to other vendors20 Copyright Comarch 2012
  • 21. Telecommunications Business UnitComarch OSS compared to other vendors COMARCH’S STRENGHTS •A strong framework approach, and an open and flexible architecture based on service-oriented architecture and business process management principles, ensure ample interoperability with legacy systems. •Among Comarch’s differentiators is the intrinsic process modeling functionality of its suite, which is offered as process-driven, integrated inventory management and next-generation service assurance products.21 Copyright Comarch 2012
  • 22. Telecommunications Business UnitComarch’s Partner Network• Open to partnerships in Billing & OSS Projects• Comarch Partnership Program is a unique offer for the following organizations: – System Integrators, looking to widen their offer with Comarch telecom solutions – Resellers, searching for a solution tailored to their customers’ needs – Software Vendors, in need of additional benefits by including their modules in Comarch telecom solutions – Consultants, Researchers and Market Analysts, seeking to cooperate with Comarch in developing new software ideas according to the latest market trends22 Copyright Comarch 2012
  • 23. Telecommunications Business UnitWhy choose Comarch? - Summary• 19 years of market presence – experience accumulated in various projects• Diversified activity – low-risk cooperation and a stable business partner• Offices accross Europe – close to the majority of our customers• Renowned brands as customers (also outside of telco) – trusted partner• A proven track record on the European telecom market with references from such Tier 1 operators as Telefónica O2, T-Mobile or Vodafone (44 telecom customers worldwide altogether) – best practices to use in future projects• A comprehensive portfolio of solutions that grow together with your business• Flexible and customized workflows and business processes, solutions designed in accordance with industry standards (SID, eTOM, ITIL, MTOSI, 3GPP)• Presence in leading industry organizations (TMF, ETIS, UPnP)• Products designed and developed in house = rapid and secure delivery• Pre-integrated BSS/OSS products with various deployment options available• Easy integration with external systems (wide range of open interfaces)• High SLA parameters and low costs of ownership• Products & solutions supported by professional services from technical assistance alone to full outsourcing, with addition of consulting, integration, maintenance and support23 Copyright Comarch 2012
  • 24. Thank You Copyright Comarch 2012